
Recruiters. You must ask this one question.
The biggest cause of recruiting screw-ups is recruiters making assumptions.
And we make them every day.
So much angst and wailing over things gone wrong, and the unfairness of it all! All blamed on ‘bad luck’, flaky candidates and fickle clients.
But it’s not bad luck at all. It’s bad recruiting. Specifically, the craft of recruitment is lacking.
The status of a candidate job-search or a clients’ job-brief is an fast-evolving, dynamic cocktail of ever-changing reality.
The job you took on Friday where the client said $80,000 is the absolute top he can pay? Guess what? It’s $100,00 now. The candidate who just will not cross the bridge to work on the north side of town? Well, she is interviewing over there now.
I sit in recruitment offices most days, surrounded by recruiters. I hear their conversations, and we are all making many assumptions all the time.
You actually need to be constantly checking in, confirming, questioning, calibrating, testing, and re-confirming.
So, the big question I encourage you to ask at the start of every conversation you have with every candidate and every client through the process, is this;
‘Has anything changed since we last spoke?’
Simple. But that question is loaded. Loaded with opportunity. And loaded with money.
What’s changed?
Is the candidate out on other interviews? Been offered more money where he is? Got cold feet? Been told by her Dad there is a recession coming and not to change jobs? A thousand possible changes. None of them known to you!
Unless you ask.
And the client? Looking at internal candidates? Seen someone from another agency who just ’happened’ to call? Now open to diploma holders instead of graduates?
Making assumptions will hurt you. A lot
Drill down. Ask. Ask differently. Ask every time.
Then ask again.
‘Has anything changed?’
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Image by Dean Moriarty from Pixabay
- Posted by Greg Savage
- On April 16, 2019
- 2 Comments
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